I need your advice.

[fishon217]

Hey fellas, I need some advice. Ive been making knives now for about 8-9 months now and I have been thinking about taking a few blades to my local sporting goods store.(mom & pop not big box)
What would be the best way to approach the owners. I dont have any sales experience so this is unfamiliar territory for me. Until now I have only sold to friends and on the auction site.
The store in question is a great shop. Every hunter and fisherman in the area shops at this place and I feel that my knives will get alot of exposure. The store only carries Buck knives now and generaly the cheaper models.
Really Im just looking to get some pointers from some of you more experienced makers. Any and all advice would be greatly appreciated.
Here are some pics of the knives im working on now. Theyre not quite finished yet.

 

[Tait]

Since nobody else has replied, I'll throw out some ideas (but realize, I do not sell, so these are untested. This is BRAINSTORMING):

Drop by and let them know you are a knifemaker. Explain how yours are better than commercial knives (if true). Let him know you are going to sell locally and would like to work with him.

Have some ideas on cost/markup/special orders, etc. ready to go, in case the conversation goes well.

 

[mgysgthath]

Probably wouldn't be a bad idea to have a couple examples in nice cases etc ready to show if he asks

 

[JBS TOOLMAKER]

Take your best examples.....Rock out with your C@%K out.
Don't be shy but don't be pushy. These guy's know they can sell 50.00 production knives all day and may not have the clients for handmade.
I have sold some skinners in the 175.00 range, to a local sporting goods store that is a little more high end. Most won't even consider it.
You can prove you have a better product all day....but the owner will have to see $$ in order to risk it.
Also...you could see if they are willing to do a consignment. They put your knife in their case....if it sells they get a %

 

[Mudbug007]

You've had some good info given already. I'd take my best stuff but wouldn't expect to sell many, if any. It really depends on what your price points are and the clientele the store attracts. Remember the average person won't spend much over $50 on a knife (and many of those won't even consider that much!). But if nothing else, it may give you and your knives some recognition.

Also, don't forget to remind buyers that a custom knife would make a great gift. Christmas is just around the corner!

I've had several people who know me see my knives on my facebook page and comment on how great they look then inquire as to how much they cost. When I give them a ballpark figure or send them here to the exchange forum to see what other custom knives are bringing, they seem to get lock jaw on talking knives!

That's okay though. I enjoy bartering and giving them as gifts currently.

 

[harlen.shaw]

Have 5 or more knives ready to sell them. They will be looking for a 40-50% profit margin, so if you have been selling them for 150$ they will want to buy them for 100$. Be prepared to show proof that you have been selling a lot of "x" design at "x" price. They will not be interested in a picture of a knife or a mockup that can be ready in a few weeks or months. Have a business license and a reseller permit (if applicable). Most shops don't want to deal with an individual who does not own a business. If you have satisfied all the above and they are still iffy, offer to let them display your knives and if they sell at your suggested MSRP then they can pay you if not you just take them back at no loss to either party. What they do not want is a lot of one off models. They want a few models that you can provide that sell.

In my own opinion the first two knives you pictured should do really well, as long as you hit the right price point, and can reproduce them at a decent pace. If I was you I would show up with 10 of each at a good price. If you want to do customs just ask if you can leave some business cards on display.

At least this is my experience.

 

[P. McKinley]

Fishon - I have knives in two retail shops and an art gallery. In all three locations, I was unable to get them to purchase my knives. They all required a consignment fee of 25-35% of sale price.

When I first began making knives this was a good arrangement. I wanted local exposure and was willing to "pay" the consignment for that exposure. It worked; both retail shops are selling my knives at a steady rate to local hunters and outdoor enthusiasts, the gallery has sold 5 of my high-end pieces in the last two years, and I now have a 6-8 month waiting list for custom pieces.

However, this sort of arrangement has some pitfalls. You can expect that folks with dirty, sweaty hands will be handling your knives leading to stained, rusted carbon steel blades and spines, and dirty handles and sheaths. This will require you to clean them up periodically which can be a rather time consuming, involved process(read: $$$$'s). And, you will have a knife badly damaged because it was dropped on a hard ceramic tile floor. I even encountered a situation where one store employee decided to take one of my knives home for the day(Sunday), wear it on his belt and use it. Then there is the issue of your warranty...use your imagination.

Beyond that, at some point, you will begin to hate that consignment fee. 35% represents either a huge pay cut, or a greatly overpriced knife.....your choice.

I've been in this arrangement with both retail locations for about two years, and the gallery for about four years. However, I am now preparing to end both retail relationships unless I can arrange for a much lower c-fee(10-15%), or have them purchase the knives outright(this has its own set of pitfalls). I'm loosing just too much money.

So in my experience, these arrangements can be good if you structure and manage them carefully.

You make some fine looking knives there. Good luck!

-Peter